What a diner waiter taught me about selling

Hey,

Years ago, a mentor of mine told me something about sales that stuck with me.

He said sales was a lot like being a waiter at a diner, offering people ketchup.
You’d walk around with a bottle in your hand, asking table after table:
“Would you like some ketchup?”

Some people said yes.
Some people said no.
And none of it — absolutely none of it — was about you.

Some people just wanted ketchup.
Some people didn’t.
It was that simple.

And yet, when it comes to selling our own work, we make it so personal.

When someone says yes, we take it as proof we’re worthy.
When someone says no, we take it as proof we’re not good enough.

But the truth is…
A “yes” or a “no” has almost nothing to do with how good you are.

It has everything to do with where they are.
Are they ready?
Do they feel urgency?
Do they recognize their problem?
Can they see you as part of the solution?

That’s it.

When you start thinking about sales this way, everything changes.
You stop asking yourself, "Am I good enough?"
And you start asking better questions like, "Is my messaging clear enough?"
"Am I speaking to a problem my ideal client actually wants solved?"
"Am I meeting them at the stage they’re in?"

That’s what we’re testing every time you make an offer.
Not your worth. Not your talent.
Just your connection to the people you’re here to help.

The more you remember that, the less heavy sales feels — and the more momentum you build.

You’re not forcing anything.
You’re just offering the ketchup.

More soon,